Oracle Sales Cloud is improving productivity for channel sales managers and partners both in and out of the office. Expanded partner relationship management capabilities include a new Deal Management app, partner program management, self-service registration for partners and much more.

Oracle recognizes the importance of data security by focusing on the protection of personally identifiable information using additional security settings and integration with Blue Coat Cloud Data Protection, offering data residency protection through tokenization. Integrating Oracle Sales Cloud with other cloud and on-premises applications is vastly accelerated with the introduction of Oracle Integration Cloud Service (ICS).

Continued improvement in core sales force automation, expanded configuration and customization options, new and improved smartphone apps, simplified product management, and the addition of more prebuilt reports and custom analytics capabilities help sales teams increase efficiency and close more deals.

To begin using Release 11 smartphone apps, download the latest version from the Apple App Store (iPhone) or Google Play (Android).

The smartphones and tablets icon indicates enhancements that appear in other sections of this document.

Oracle Sales Cloud Mobile App

The Oracle Sales Cloud Mobile app is the most efficient way for sales reps, managers and executives to access Oracle Sales Cloud from a smartphone.

Dynamic Choice List Fields for Mobile Pages

Dynamic choice lists are now available for Oracle Sales Cloud Mobile. Using Application Composer, sales administrators can customize mobile pages in Oracle Sales Cloud to include dynamic choice list fields for standard and custom objects. For example, sales administrators can add a custom Service Agreement field to the Oracle Sales Cloud Mobile account or opportunity screens.

Mobile Productivity Enhancements for Sales Reps

The following productivity enhancements for sales reps are now available in the Oracle Sales Cloud Mobile App:

Automatically log outbound calls

List state and city as drop-down fields when entering addresses

Configure application server and port settings using a URL

Add team members to accounts and opportunities

Call Report App

The Call Report app is designed to helpsales reps complete tasks in one minute or less, improving their productivity and increasing sales. With Release 11, sales reps can:

For companies using Oracle Incentive Compensation, the Mobile Commissions app allows sales reps to review their compensation details anytime, anywhere. By simply opening the app, sales reps get a quick snapshot of their commissions and bonus payments with easy access to further details, including:

Last Incentive Payment

Current Earnings

Current Credit Attainment

Disputes

Performance

Payment Period Statement

Sales Reps can also keep track of commission progress. The Updates tab shows the last three earnings, credits and payment transactions. If specific details are needed, organizations can choose to offer interactive custom reports that display in real time within the Mobile Commissions app.

The Oracle Mobilytics app helps sales leaders gain important business insights using an iPad.New customization options allow organizations more autonomy to change default metrics and report parameters to offer sales executives the most meaningful data. The new Retail Execution tablet app is specifically designed to allow retail sales reps in the consumer goods industry to execute store visits with ease.

The smartphones and tablets icon indicates enhancements that appear in other sections of this document.

Oracle Mobilytics

Oracle Mobilytics provides sales executives with unprecedented mobile business intelligence, insight into sales performance, and the power to model forecasts with interactive graphics created specifically for the iPad.

Customize Reporting Metrics

Customize Oracle Mobilytics to show the most meaningful metrics and Key Performance Indicators (KPIs). Sales administrators can customize report metrics to suit the organization’s business needs. The following customizations are now possible:

Specify the number ofyearsworth of data to be analyzed within Oracle Mobilytics. Opportunity data in the Oracle Mobilytics app is based on the fiscal year defined in Oracle Sales Cloud.

Determine the opportunity size on the Deal Radar Report by defining a range for the opportunity revenue amounts.

Change the number of months that determines whether opportunities are placed in the inner, middle, or outer bands on the Deal Radar Report, Time-Months view. By default, the inner circle displays opportunities that will close in the current month; the middle circle displays opportunities that will close next month; and the outer circle displays opportunities that will close three months from the current date.

Change the number of interactions that determines whether opportunities are placed in the low, medium, or high bands on the Deal Radar Report, Sales Activity view. By default, the inner circle displays opportunities with eight or more interactions; the middle circle displays opportunities with four to eight interactions; and the outer circle displays opportunities with four or less interactions.

Customize the tenure and attainment percent on the Team Tracker performance card by specifying different tenures and attainment rates.

Retail Execution Tablet App

Available in both online and offline modes, the new Oracle Sales Cloud Retail Execution app enables retail sales reps to plan and execute retail store visit tasks using their tablet device:

View a list of store visit appointments

Review a guided store visit task list

Prepare for the store visit using the Account 360

Check in to begin the store visit

Audit inventory

Present promotions and add promotional items to the shopping cart

Order products on site to restock inventory

Capture signatures and submit shopping cart items to create an order

Check out to end the store visit

Mark tasks as complete

The app automatically captures the time for each store visit, from check in to check out, allowing sales managers to measure the efficiency of store visits. The Oracle Sales Cloud Retail Execution app is compatible with iPad and Android tablet devices.

Oracle Sales Cloud offers embedded sales analytics to identify key events, guide sales activities and improve deal performance. Release 11 provides expanded analytics capabilities, more prebuilt reports, and a fresh visual design for Oracle’s Business Intelligence tools. A new dashboard gives channel sales managers easy access to key performance indicators. Sales administrators have more options to create targeted reports for sales teams, including the ability to create reports combining standard and custom subject areas and the option to show account and contact relationships and long text fields in reports. Enhanced error handling and an updated user interface make it even easier to create effective and useful reports.

The sales analytics icon indicates enhancements that appear in other sections of this document.

Channel Sales Manager Dashboard

The channel sales manager dashboard offers six prebuilt Key Performance Indicators (KPIs) that provide easy access to relevant information and help channel sales managers stay productive and close more deals. Available from the Dashboard icon, thedashboard includes these prebuilt KPIs:

Two new, prebuilt reports help partner sales reps track their sales pipeline and gain valuable insight so they can close opportunities faster:

Top Open Opportunities

Stalled Opportunities

Reports CombiningStandard and Custom Subject Areas

You now have the flexibility to create reports that combine attributes and metrics from custom and standard subject areas that share a common dimension. For example, you can create a report that combines data from a custom opportunity subject area with any standard, opportunity-related subject area such as Sales-CRM Pipeline. You can create combined reports for an array of standard objects, including accounts, contacts, households, opportunities, partners, sales accounts, territories, and resources.

New Subject Areas for Relationship Reporting

The new Account Relationship, Contact Relationship and Partner Relationship subject areas allow you to build custom reports that show the custom relationship between accounts, contacts, partners and other organizations and persons.

New Subject Areas for Account Asset Reporting

The new Account Asset Reporting subject area allows you to build custom reports that show the details of all assets that have been assigned to an account.

Enhanced Quota Reporting

New, non-rollup quota metrics for territories and resources are now available for quota management reporting. These metrics allow you to build custom reports for the territory or resource hierarchy that reference the quota at each node level and ensure that metrics aren’t incorrectly rolled up along the hierarchy.

New Subject Areas for Account and Contact Notes

The new Account Notes and Contact Notes subject areas allow you to build custom reports that include the notes and associated attributes that have been created for an account or contact.

Long Text Fields in Reports

You can now include all standard and custom long text fields in your reports by selecting the fields from standard or custom subject areas.

Partner Hierarchy Reporting

The partner hierarchy has been added to all partner dimensions. This enables you to create custom reportsshowing revenue and other transaction metrics rolled up by the partner hierarchy defined in Oracle Sales Cloud.

Enhanced Error Handling

When an error prevents a report from displaying properly, Oracle Sales Cloud showsdetails explaining the error. Having more information will help you fix the issue and create error-free reports in the future.

Updated User Interface

Oracle's new design approach for mobile, desktop and Oracle Cloud applications includes a fully redesigned component set and interactions.The updated interface for Oracle Business Intelligence Answers, Oracle Business Intelligence Enterprise Edition Dashboards, and Oracle Business Intelligence Publisher offers a fresh visual design and modern layout for Oracle Sales Cloud Analytics.

Core Sales Force Automation

Core Sales Force Automation (SFA) enhancements are built to meet the essential needs of sales reps and sales managers, giving them access to customer and sales information from a tablet or smartphone. With Release 11, sales reps now have easy access to contract details, the ability to evaluate contacts and households with assessments and the power to manage their own product promotions. The new deal calendar reduces duplication of effort by allowing sales reps to coordinate sales activities and view all recent and upcoming appointments for their accounts and opportunities. Enhanced forecasting capabilities and the addition of unit-based forecasting ensures forecast accuracy. Account and opportunity assignment is more accurate with the option to define accounts with multiple industry and organization classifications. Sales managers can enjoy greater efficiency with the ability to easily reassign account territories and transfer mass records when sales reps leave the company or change jobs. You can define and maintain products in Oracle Sales Cloud using simplified pages, import, or Web services.

Mass Record Transfer

When a sales rep changes jobs or leaves the company, all of their records must be transferred to a new owner. Oracle Sales Cloud release 11 offers an easy way to transfer multiple records from an existing owner to a new owner. From a centralized screen, you can now easily transfer lead, opportunity, deal registration, and custom object records from an existing or past owner to a new owner.

Sales Reps can now use the % and * characters interchangeably to find information from Oracle Sales Cloud global search.

Accounts and Contacts

Build solid business relationships with a complete and accurate view of your accounts, contacts and households. Release 11 offers greater efficiency and more customization options. Sales managers can now assign account territories by changing the account owner field and sales reps can pinpoint important accounts and contacts with favorites, assessment options, and an influence map. Options to customize overview pages and subtabs allow you to show the most important information to your sales team.

Territory Assignment Based on Account Owner

You can now use the account owner field to determine territory assignment for accounts. Territory assignment based on account owner can be particularly useful when a team member leaves the company or is reassigned to a different territory. In that case, the sales manager can simply reassign all of the sales rep’s accounts to a different owner, which triggers the reassignment of territories for those accounts to the territories of the new owner.

Favorites

Sales reps can now quickly access the accounts they work on most frequently by marking them as favorites. Favorite accounts are easy to see in lists and easy to find through search and list management. Accounts can be designated as favorites directly in Oracle Sales Cloud or the accounts can be created and marked as favorites using Web services.

Multiple Industry and Organization Classifications

Account classification is now more flexible, providing greater accuracy for account qualification and territory assignment. You can now assign primary as well as non-primary industry and organization type values to accounts. You can also load your own industry and organization classifications and use them to qualify your accounts. When an account is allocated multiple classification values, you now have the option to use all of the values to drive territory-based assignment for accounts and opportunities or leads with an associated account. You also have the option to use only the primary account classification.

Influence Map

New in Oracle Sales Cloud’s simplified pages, the Influence Map is an organizational chart that shows how the contacts for an account are related to each other. Sales reps can also see a quick snapshot of information about each contact, including job title, buying role, influence level, and affinity. From the Influence Map, sales reps can manage reporting relationships and drill into contact details.

Contact and Household Assessments

Your sales teams can now evaluate contacts and households using assessments. Assessments offer ratings and feedback and can be customized with business logic that prompts action based on the assessment rating. You may hide or display the Assessment subtab on the contact and household details pages. When the Assessment subtab is displayed, sales reps can create new assessments and edit or delete existing assessments.

Contract Details

Sales reps and sales managers can view and manage contracts from their account, contact, and household details pages. The number of active contracts is easy to see in the Overview tab. Contract details are available from the Contracts subtab, which includes prebuilt lists showing active, in process, on hold, closed and all contracts. You can also add a section to the account, contact and household overview pages to show the number of contracts. That number links to details in the Contracts subtab.

Configuration and Customization Options for Contacts

Customize the contact card view to give sales reps quick access to the contact information they usemost often. The default fields on the contact cards include contact name, title, main phone number, and email address. You can now hide, show, and change the display order of standard or custom fields on the contact cards.

As an administrator, you can also hide or show the alphabet bar using Application Composer.

See all of your activities in one place and quickly add appointments, create tasks and log calls related to your accounts, contacts, households, partners, leads and opportunities.

Deal Calendar

The Deal Calendar enables sales teams to better coordinate sales activities by providing a consolidated timeline view of all of the appointments for an opportunity or account. With the deal calendar, sales reps can:

See the full schedule of recent and upcoming appointments for an opportunity or account.

Switch between calendar views, including day, week, month, and agenda.

Create and access saved opportunity, account and team calendars from an easily accessed side panel.

Opportunities

Use Oracle Sales Cloud to track the full life cycle of an opportunity, from creation through every stage until it's closed.

Configurable Credit Recipients and Forecast Territories

Sales administrators can now customize the logic used to assign sales credits and set the territories used for forecasting. The ability to configure this logic ensures that the right sales rep gets credit and that the forecast territory is in sync with the credit recipient. The following are some example scenarios where this feature can be used:

When a sales rep creates an opportunity for one or more products, all opportunity line items must be credited to that sales rep and forecasted into that sales rep’s territory, regardless of how the opportunity line items are assigned.

When an opportunityis created by one sales rep but shared by many, each line item of the shared opportunity must be credited to the corresponding sales rep and forecasted in that sales rep’s territory.

When opportunities are imported into Oracle Sales Cloud using file-based data import or Web services, the credit recipient must be set to the account owner.

Browse Sales Catalog

When adding products to opportunities, sales reps can now find relevant products by browsing through the product hierarchy. Search capabilities also allow sales reps to find products by keyword.

Sales Forecasting

View, manage and submit forecasts from your desktop or mobile devices. Embedded analytics provide information that you can use to improve the accuracy of your forecasts.

Unit-Based Forecasting

Sales managers can now forecast product quantities in addition to revenue. Especially useful in the manufacturing industry, unit forecasting enables sales managers to view and adjust forecast line items by quantity. Sales managers can also view and adjust the total quantity forecasted by product and time.

Enhancements for Simplified Forecasting

Using Oracle Sales Cloud’s simplified pages, sales managers can:

Find past, current and future forecasts

Perform adhoc searches

Create and manage saved searches

Toggle between a list view and a card view on the Forecasts page

Manage subordinate or delegated forecasts

Withdraw a submitted forecast

Copy forecast values from the previously submitted forecast

Remove forecast adjustments to return to an unadjusted state

Products and Promotions

Create a catalog of products for sales reps to select when entering opportunities and leads.

The channel sales manager dashboard offers six prebuilt Key Performance Indicators (KPIs) that provide easy access to relevant information and help channel sales managers stay productive and close more deals. Available from the Dashboard icon, thedashboard includes these prebuilt KPIs:

Channel account managers can now author partner business plans to record joint commitments between the brand owner and partners and to achieve specific strategic goals. In collaboration with partners, channel account managers can finalize detailed, measurable objectives and get partner approval. Later, objective attainment can be recorded, making it possible to track and analyze how objectives were met. Partners have full visibility into their business plans, can participate in the approval process and can create activities and Marketing Development Funds (MDF) requests related to their business plans.

Marketing Development Funds (MDF)

Brand owners can now manage MDF budgets, requests and claims and channel operations managers can create and activate MDF budgets. As soon as a budget is activated, eligible partners can use the funds to implement strategic marketing initiatives. Using the partner portal, partners can create and submit requests for marketing funds which go through an approval process. When the channel manager approves an MDF request, the partner can proceed with the marketing activity. Tobe reimbursed for the marketing expenses incurred, partners submit one or several MDF claims against the approved MDF request. Approved claims are paid by the brand owner. Channel managers can register key payment information using MDF claim settlements.

Partner Program Management

Brand owners can distinguish and reward channel partners for their loyalty and performance using tiers, partner programs, and program or tier benefits. Channel operations managers can create and manage partner programs with or without tiers. They can also maintain a library of benefits that can be offered to partners based on partner tier and program enrollment. Channel account managers can assign a tier to a partner and enroll the partner in programs that apply to their country of operation and tier. Any channel user can view the list of benefits enjoyed by apartner enrolled in a particular program. Partner administrators who log into the partner portal can see their company’s tier and tier badge, signifying their level of achievement in the brand owner’s partner programs.

Partner Hierarchies and Distributor-Reseller Relationships

Channel managers can now capture and view comprehensive partner profile data and can manage complex partner hierarchies for large global or multi-site resellers. They can also manage relationships between resellers and distributors or other third party relationships. In addition, channel managers can analyze indirect sales relationships, and configure security access and business rules using partner hierarchies and relationships.

Partner Home Page Announcements

The configurable news and announcements section of the partner portal delivers critical information to partners, such as product launch details or announcements about upcoming seminars or recommended training. Partner sales reps see announcements when they log in. You can configure announcements to appear by country, partner type, level, or for a specific list of partners. Partner sales reps see only the announcements configured for their company.

Self-Service Registration for Partners

You can now offer a self-service registration process for prospective partners that includes your branding, business process, and usability requirements. A new RESTfulWeb service API for the partner object makes it possible to build a registration page that seamlessly integrates with Oracle Sales Cloud. A customizable approval workflow makes it possible for your channel sales team to review and approve registration requests. Alternatively, you can configure your own registration approval workflow to accommodate your unique and complex business requirements.

Partner User Impersonation

Using partner user impersonation capabilities, channel operations managers and channel account managers can log in as a partner sales rep to resolve portal issues. The manager doesn’t need explicit permission from the partner sales rep in order to investigate and troubleshoot issues with the partner portal. All information updates made during an impersonated session are recorded through the audit reporting framework. You can control which roles have the authority to impersonate a sales rep.

Accept or Reject Leads From Email

Partner sales reps can quickly accept or reject assigned leads directly from email. When a lead is distributed to a partner, the primary partner contact is assigned to the lead and receives an email with lead summary information. The partner sales rep can accept or reject the lead directly from the email, which will update the lead in Oracle Sales Cloud. Partner sales rep can also use the direct link provided in the emailto view lead detail information and accept or reject the lead from the lead details page.

Contracts web services are now published and available for use outside of Oracle Sales Cloud. You can create, update, delete and merge contracts or send contract details to other applications. This simplifies integration with external applications, and makes it easier to model your end-to-end contract life cycle.

Overriding the Electronic Signature Process

If electronic signatures are enabled for a contract type, all contracts of that type will go through an electronic signature process by default. You can override this default and make the signature process manual at the contract level. This flexibility allows you to accommodate specific cases, such as companies that don’t accept electronic signatures.

Negotiate Pricing Adjustments for Product Groups

You can now define pricing adjustments on sales agreements by product group. To support this change, price book selection is now optional, allowing you to define pricing adjustments for a line item independent of product prices sourced from a price book.

Contract Flexfield Attributes Based on Contract Type

Contract flexfields make it easy for you to capture additional information when you create a contract. The attributes you want to capture might vary by contract type. To make the authoring process more efficient, you can specify which attributes apply to the contract type and display only those fields in the additional information section of the contract.

Define sales goals to align with top-down sales objectives based on revenue or product groups, set quotas, and track sales performance against these objectives.

Compatibility with Simplified Territory Management

Updates made directly to active territories using the simplified territory management UI or Web services are now compatible with quota management. If you enable the active territory updates feature, then any current or future sales quotas defined within a quota plan can be updated to reflect the latest territory definitions.

Territories

Set up sales territory models efficiently and evaluate the effectiveness of your territories to increase sales performance.

Streamlined Synchronization Process

Geography setup changes are reflected in Territory Management immediately, you don’t need to run the Load and Activate process.

You have the option to exclude the Geography dimension from Load and Activate processing. If the Geography dimension is excluded, then Load and Activate will run significantly faster but the gaps and overlaps reports will be unavailable.

The Mobile Commissions app allows sales reps to review their compensation details anytime, anywhere. By simply opening the app, sales reps get a quick snapshot of their commissions and bonus payments with easy access to further details, including:

Last Incentive Payment

Current Earnings

Current Credit Attainment

Disputes

Performance

Payment Period Statement

Sales Reps can also keep track of commission progress. The Updates tab shows the last three earnings, credits and payment transactions. If specific details are needed, organizations can choose to offer interactive custom reports that display in real time within the Mobile Commissions app.

You can now enter your organization’s summarization logic in the setup UI and improve indirect crediting performance. This enhancement makes it possible to summarize rollup attainment at the individual level.

Purge Test Data

When you’ve finished testing and want to start from the beginning with new transactions, credits, earnings, payments, and plans, you can purge data using a new process available in Enterprise Manager.

Customer Data Management

Oracle Sales Cloud Customer Data Management allows organizations to consolidate and maintain a best version customer profile that sales reps and sales managers can trust. Release 11 provides support for tokenization of personal attributes with Blue Coat Cloud data protection. Additional capabilities using Oracle’s Data as a Service provide social media enrichment for accounts and contacts.

Social Data Enrichment

The Data as a Service Integration with Oracle Sales Cloud now enablessales teams to further enrich accounts and contacts with social media attributes and icons. Sales reps and sales managerscan choose from 127 social attributes or handles. Some of the most popular social media handles include LinkedIn, Facebook, Google, Twitter, Klout, and YouTube.The data is continuously updated in partnership with Dun & Bradstreet.

Blue Coat Cloud Data Protection

Oracle Sales Cloud’s integration with Blue Coat provides additional data protection for personally identifiable information as part of Oracle customers’ corporate and legal compliance requirements. With a hybrid cloud model using tokenization, confidential and sensitive data remains stored in a token vault, a local database behind the firewall on the customer’s site. The data never enters Oracle Sales Cloud. Even though the data is tokenized, sales reps and sales managerscan still search, sort and run reports in Oracle Sales Cloud.The token generation and protection processes are completely transparent to sales reps and sales managers; there are no extra logins, special processes or keys to enter.

You can add fixed choice lists with cascading dependencies in Outlook. Cascading choice lists enable you to create a custom field with a fixed list of choices. You can then add another, dependent fixed choice list thatshows different values based on the selection in the first choice list.

Industry Solutions

Oracle Sales Cloud’s industry solutions leverage the comprehensive Oracle product portfolio to address distinct industry-specific requirements. Currently available preconfigured industry solutions include: High Tech and Manufacturing, Financial Services, Consumer Goods, and Communications. Release 11 further demonstrates Oracle’s continued investment in industry solutions. New capabilities include bid management for the High Tech and Manufacturing industry, enhanced needs analysis and more financial profile information for the Financial Services industry, a new retail execution tablet app and trade fund management for the Consumer Goods industry, and sales coach for contract renewals for the Communications industry. The addition of the configurable saleshome page for each industry solution offers quick insights into Key Performance Indicators (KPIs)specific to each industry.

High Tech and Manufacturing

Oracle Sales Cloud for High Tech and Manufacturing provides structured selling capabilities that tell your sales reps what they need to know and what they need to do to plan and execute each opportunity methodically. Sales reps can keep track of sales goals and strategy throughout the year.

Bid Management

Streamline manufacturing sales execution with the capability to track and manage complex opportunities that involve a bid process. Using the new bid management capabilities, channel account managers and sales reps can:

Create and update project opportunities and associate one or more bid opportunities with eachproject.

Associate tasks and appointments with bid opportunities and log calls for bid opportunities.

View the ‘My Open Bid Opportunities’ and ‘My Open Project Opportunities’ lists.

Analyze bid-related KPIs, including the number of total bids and bid amount on a configurable home page.

Collaborate onbid opportunities with partners using Oracle Social Network Conversations.

Configurable Sales Home Page for High Tech and Manufacturing

The configurable sales home page offers prebuilt KPIs that focus on channel sales. The prebuilt home page for High Tech and Manufacturing includes these industry-specific KPIs:

Channel Performance

Channel Pipeline

Channel Top Opportunities

Financial Services

Oracle Sales Cloud for Financial Services provides a single 360° view of customer information and interactions that retail bankers can use to build a personalized relationship with each customer and offer financial products and services that best suit a customer’s unique needs. With an integrated Marketing Cloud solution, banks can automate the process of identifying, creating and nurturing referrals to cross-sell products on any channel including social, mobile and Web.

Financial Profile for Contacts

The contact details page includes the following financial profile information to help retail bankers easily review a candidate’s loan qualifications:

Annual Income

Credit Ranking

Employment Status

Number of Dependents

Type of Residence (Own or Rent)

Total Cash Balance

Total Loan Balance

Enhanced Needs Analysis

An enhanced needs analysis flow and Oracle Policy Automation (OPA) upgrades make it possible for retail bankers to do the following when completing a needs analysis for a home purchase, refinance, or home equity loan:

Attach the interview questionnaire, in PDF format, to the opportunity

Immediately see the products selected in OPA as opportunity revenue line items

Review assets and income information on the same page in Oracle Sales Cloud

Format the amount fields

Enhanced Pages for Retail Bankers

Oracle Sales Cloud’s pages have been enhanced to match the way retail bankers work. These changes make it easier for retail bankers to find what they need:

Fewer fields and sections on the standard contact, account, and opportunity pages

Newly arranged subtabs show the most critical items, such as financial accounts and analytics, first

New icons for financial account transactions and cases

Fewer icons for the retail banker and retail bank manager roles

Oracle Policy Automation Integration

The OPA data connector has been enhanced to support seven standard objects: accounts, contacts, households, leads, opportunities, partners and activities. Creating custom interviews for these objects gives banking institutions the ability to target interviews to their customer base.

Using the retail execution solution, account managers and sales managers can perform in-store retail activities such as auditing retail inventory, sharing promotion information, taking order information and conducting surveys. Sales managers can manage call schedules and monitor their business and team’s activities using sales dashboards.

Retail Execution Tablet App

Available in both online and offline modes, the new Oracle Sales Cloud Retail Execution app enables retail sales reps to plan and execute their retail store visit tasksusing their tablet device:

View a list of store visit appointments

Review a guided store visit task list

Prepare for the store visit using the Account 360

Check in to begin the store visit

Audit inventory

Present promotions and add promotional items to the shopping cart

Order products on site to restock inventory

Capture signatures and submit shopping cart items to create an order

Check out to end the store visit

Mark tasks as complete

The app automatically captures the time for each store visit, from check in to check out, allowing sales managers to measure the efficiency of store visits. The Oracle Sales Cloud Retail Execution app is compatible with iPad and Android tablet devices.

Retail sales administrators can now create custom store visit tasks for different appointment types. Once a store visit is complete, retail sales reps can review and mark custom tasks as complete.

Store Visit Duration

The duration of store visits can now be tracked automatically when retail sales repscheck in and check out of their store visits. Retail sales administrators can enable or disable store visit duration calculations for their company based on the requirements of the business.

Trade Promotion Management

With trade promotion management, marketing managers can set up, manage and publish promotion programs. Account managers can set up and manage account-specific promotions.

Trade Funds

To cover their costs, marketing managers can use trade funds to manage and allocate funding for promotions. They can create trade funds and set total amounts for them. Account managers can then allocate funding from the trade funds to each promotion. The allocated amount cannot exceed the balance of the trade fund.

Multiple Fixed Tactics for Account Promotion

Account managers can now set multiple fixed tactics for promoted groups and promoted products on promotions. The fixed tactics include Merchandising, Advertising, Catalog and Space.

Multiple Variable Tactics for Promotions

Marketing managers and account managers can now set multiple variable tactics for promoted groups and promoted products on promotions. The discount effect is additive so, if there are multiple off-invoice discounts for the same promoted product, then the order price is calculated after incorporating multiple discounts.

Per-Account Sales Target

To track stores’ sales performance,account managersand sales managers can set up monthly sales targetsfor each account. Sales reps can then view and measure their accounts’ sales and compare sales with their respective sales targets.

Price Book

Sales administrators can now set up account-specific product list prices by configuring a price book. Account managers and sales managers can then associate the price with their respective accounts. This enables the sales reps to view account-specific product prices during their store visits and create sales orders.

Promotion Evaluation

Account managers can evaluate the effectiveness of promotions by reviewing the following key metrics associated with promotion strategy and tactics:

Sales vs. Target:shows a summary of closed opportunities compared with the quota for the current quarter.

Visits vs. Target: shows the number of scheduled store visits compared with completed store visits and the related gap in the current quarter.

In-flight Promotions: shows the number of promotions and the total order amount originated from promotions in the current quarter.

Sales Trend: shows the total number of orders and the total order amount for the current quarter.

Accounts: shows the number of managed accounts and the accounts that have met per-account sales targets for the current month.

Eligible Promotions: shows the number of active promotions in a quarter.

Communications

The Oracle Sales Cloud for Communications industry solution is a comprehensive and integrated solution for communications companies. It increases sales force adoption with a simple, easy-to-use interface tailored to sales reps and sales executives. The sales process is streamlined for configure, price, and quote capabilities with pre-integration to Siebel eCommunications and Oracle Billing Insight.

Configurable Sales Home Page for Communications

The configurable sales home page offers prebuilt Key Performance Indicators (KPIs) that focus on the most important deals and highlight trouble spots. The prebuilt sales rep home page for Communications includes these KPIs:

Actual vs. Quota

Contract Renewals

New Contracts

Renewal Rate

Bundled Deals

Stalled Deals

Sales Coach for Contract Renewals

Use Sales Coachto guide your sales reps through the contract renewal process using the simple task list with links to approved collateral. Sales Coach is accessible directly from the Opportunity overview page.

Enhanced Pages for Communications Sales Reps

Oracle Sales Cloud’s pages have been enhanced to reflect the way that sales reps for the communications industry work. These changes make it easier for sales reps to find what they need:

Fewer fields and subtabs on the standard contact, account, and opportunity pages

Newly arranged subtabs show the most critical items first

Siebel CRM Product Synchronization

You must import items from Siebel CRM into Oracle Sales Cloud to generate opportunity revenue line items and quote line items. Oracle Sales Cloud for Communications supports product synchronization for the following product types:

Simple

Complex

Bundled Promotion

Compound

Siebel CRM quotes created in Oracle Sales Cloud support only simple, compound, and bundled Siebel CRM product types. Item types are not available in Oracle Sales Cloud, therefore, you must create new item types to map products.

Siebel CRM Organization Mapping

When you import an employee from Siebel CRM to Oracle Sales Cloud, you import the employee and their organization. Sales reps create a new account, contact, or opportunity in Oracle Sales Cloud. The integration process synchronizes the record to Siebel CRM with the appropriate position and organization information. Setting up organizations is optional in SiebelCRM implementation.

Organizations represent the broadest divisions of a company. A division of a company is a grouping of positions that map tothe physical hierarchy of a company. A Siebel CRM organization controls the data access of the employees that are assignedto it. The visibility of an employee is determined by the organization associated with the active position of the employee. You can restrict employees from accessing data outside their own organization.

Industry Solution Platform

Industry Solution Patch Updates

When new objects and attributes are added to Oracle Sales Cloud industry solutions through a patch, any object model changes will be reflected in the object SOAP schemas. This allows you to perform create, read, update and delete (CRUD) operations on industry-specific fields on industry-specific or standard objects using SOAP and REST Web services, unless the fields are flagged for exclusion from service payloads.

Configuration and Customization

Oracle's standards-based, open and flexible platform makes it easy for developers to rapidly build and deploy rich applications or to integrate with and extend Oracle Sales Cloud. Release 11 Application Composer offers direct linking from email, configurable task owners, assignees, and email recipients in object workflows, and security from untested customizations with sandbox enforcement. Oracle Integration Cloud Service unlocks an array of integration possibilities with an easy web-based interface and powerful integration tools. ID propagation and federation for SaaS and PaaS enables user access and navigation between Oracle Cloud applications and third-party services.

The configuration and customization icon indicates enhancements that appear in other sections of this document.

Application Composer

Oracle Sales Cloud Application Composer is a tool that enables you to extend and customize the application to meet the unique needs of your business.

Summary Boxes for Custom Objects

Track KPIs for custom objects by creating aggregate-type summary boxes that showkey metrics for custom top-level objects and all associated intersection and child objects. You can then hide or show the KPIs on overview pages for account, contact, household, and partner objects.

Create Action on Subtabs

You can now enable a Create button for subtabs that allows sales reps to create new records for related standard objects. With the ability to create new records for both standard and custom objects directly within subtabs, sales reps can save time and avoid the process of creating new records and then associating them to the parent record.

Full-Page Create and Edit Pages for Subtabs

You now have the option to designate either inline or full-page record creation and editing for custom child object subtabs. The new, full-page create and edit option is useful when a greater number of fields is required, whereas the existing inline option offers the ability to quickly create and edit fields within a list. When full-page create and edit is configured, sales reps will enter record details within a full-page dialog box and will return to the list view when they save the record. To edit records, sales reps click the link in the record name field to open a full page for editing.

Customizable Object Icons

To ensure that sales reps can easily recognize each object in the application, you can now select the icon that appears on the home page, navigator, and subtabs on all of Oracle Sales Cloud’s simplified, desktop and mobile pages. Changes made to icons for any standard object or custom object update throughout the application.

Configuration and Customization Options for Contacts

Customize the contact card viewto give sales reps quick access to the contact information they need most often. The default fields on the contact cards include contact name, title, main phone number, and email address. You can now hide, show or change the display order of standard or custom fields on the contact cards.

As an administrator, you can also hide or show the alphabet bar using Application Composer.

You can now include direct links to specific records in an email message. Clicking the link opens the record in Oracle Sales Cloud’s simplified pages.

Object Workflow Enhancements

With the following configuration options, you can streamline your sales team’s work processes and improvetheir efficiency:

Configure an object workflow to automatically create a task and assign the task to a single task owner or a group of task assignees. Task assignee names can be stored in a custom text or formula field type.

Configure an object workflow email notification to be sent to one or more email addresses that are stored in a custom text or formula field type. You can configure email addresses in the To, CC, BCC lines, or as a Reply To.

Sandbox Enforcement

Application Composer helps ensure that your Oracle Sales Cloud instance is secure from untested customizations. Administrators can view customizations outside of a sandbox, but must make most changes to customizations and configurations within a sandbox.

Enhanced Groovy Validation

Validation warnings will now appear when you input incorrect variable type assignments into a groovy script. The warning includes the line number and the position of the error, so you can find and fix the issue.

Integrations

In addition to providing a wide set of prebuilt integrations, Oracle also provides an extensive set of tools and capabilities for building custom integration flows.

Oracle Integration Cloud Service

Oracle Integration Cloud Service (ICS) is Oracle’s next-generation integration platform that maximizes investment in both cloud and on-premises applications. ICS helps integration developers develop, deploy, execute, manage, and monitor integrations with a Web-based, point-and-click interface. ICS offers comprehensive integration without the typical complexity associated with integration platforms by enabling developers to easily connect applications such as Oracle’s CX applications and Oracle On Premises applications as well as third-party on premises and cloud applications. In addition, the provided Adapter SDK allows developers to build custom adapters or, alternately, customers can use purchased adapters from the Oracle Cloud Marketplace built by Oracle Partners. ICS features are being released very rapidly. Currently, ICS provides the following:

Using ICS, Oracle Sales Cloud provides a new prebuilt integration option between Sales Cloud and Service Cloud. Additional ICS-based prebuilt integrations are planned.

Integrating Oracle Sales Cloud with Oracle Service Cloud

Using ICS, you can combine the power of the Oracle Sales Cloud and Oracle Service Cloud applications. Using this bi-directional integration, accounts and contacts from Oracle Sales Cloud can be synchronized with organizations and contacts in Oracle Service Cloud or you can synchronize organizations and contacts from Oracle Service Cloud with accounts and contacts in Oracle Sales Cloud. This synchronization is executed using Oracle’s Integration Cloud Service as the backbone for mapping and exchanging information.

RESTful Web Services

RESTful Web services make it easier to build custom applications, such as mobile apps or custom UIs, and integrate with a wider array of applications. Oracle continues to invest in the creation of new RESTful Web service APIs for Oracle Sales Cloud by adding RESTful Web services for the following objects:

Territories

Price Book

Product Items

Sales Promotions

ID Propagation and Federation for SaaS and PaaS

A robust security structure is necessary to enable user access and navigation between Oracle Cloud applications and third-party cloud services. The following options provide Single-Sign-On and Identity Propagation for Oracle Sales Cloud (SaaS), PaaS, and other cloud services:

Single Sign On: Federation allows a user who is signed in to navigate between associated applications without having to reauthenticatefor every application.

Identity Propagation: SAML tokens enable user identity to be relayed from one application to another during a SOAP Web service call. The other associated application acknowledges the SAML token for a valid, signed-in user and allows the request to access a resource or make a Web service invocation. Oracle Sales Cloud REST services are protected by a multi-tokenSSL policy. User identity can be propagated, from PaaS, during REST invocation through JWT tokens.

JWT Tokens for Callbacks: Oracle Sales Cloud can generate JWT tokens that canbe captured and allow a valid signed-in userto make call backs to Sales Cloud or any other associated Oracle Public Cloud (OPC)cloud service. This technique is applicable to PaaS and third-party applications that aren’t associated with the same identity domain as Sales Cloud.

UI Mashups:Mashups allow a UI hosted on OPC to be embedded in a region (such as a subtab) in another cloud service. In this case, user context is shared between the parent and child pages.

Oracle's new design approach for mobile, desktop and Oracle Cloud applications, the Alta UI, has been applied to Oracle Sales Cloud’s setup and maintenance tools for a fresh visual design and modern layout. This new user interface offers updated navigation that makes it possible to move through the end-to-end setup process with fewer clicks.

Improved Landing Experience

The new Setup and Maintenance landing page displays your subscribed Offerings by default. All relevant documents that help you plan for an Offering implementation are directly available from this page. The Task pane has been removed from the new UI to give it a streamlined look and feel. However, the entries previously found in the Task pane are still easily accessible from the panel drawer located at the top right corner of the page.

Setup Based on Offerings and Functional Areas

In the new Setup page, the Functional Areas and the tasks necessary to set up each area are displayed next to each other. This arrangement gives greater visibility to the setup requirements of each Functional Area as well as reducing the number of clicks necessary to navigate to the tasks.

Assignment Manager

Assign the right sales reps and territories to core sales objects, such as opportunities, using territory dimensions or assignment rules. In Release 11, the assignment flows have been extended to include custom objects.

Custom Object Assignment

The ability to assign territories to custom objects in Oracle Sales Cloud allows you to balance sales efforts that align with the unique aspects of your business. Assignment rules offer a simple approach to defining the criteria for matching values on custom or standard objects with territories.

Customization Migration

The Customization Migration feature enables sales administrators to migrate Oracle Sales Cloud customizations and reports from a source instance to a target instance.

Enhanced Customization Migration

Oracle Sales Cloud’s Customization Set Migration tool can now merge SOAP XSD documents, rather than overwriting the XSD documents from source to target. When an Oracle industry solution update occurs, SOAP Web Service XSD files are regenerated and include both the industry solution changes as well as any data model customizations.

Application Security

Oracle Fusion Applications Security provides a single console in which security managers and security administrators can review, design, and modify roles in Oracle Fusion Applications. It enables users to visualize the relationships among roles, and to model applications-menu and task-pane entries for any role. Users can also manage certificates and review a set of security reports.

Simplified Reference Role Model

Role definitions for the security reference implementation are simplified. The simplified roles reduce the complexity of role administration. Every job or abstract role that existed in Release 9 also exists in the simplified hierarchy for Release 10 and 11, and each role authorizes the same privileges. Beneath that level many roles have been consolidated.

Simplified Setup

Oracle continues to invest in best practices and technologies that can simplify application setup and implementation. Oracle Sales Cloud customers can save time and money with seeded data and simple master geography data loaded from Nokia.

Enhanced Master Geographies Load

The Import Nokia Data option enables you to load master geography data quickly. In Release 11, you can select and load master geography data from Nokia for Singapore, United Arab Emirates (UAE), and over 60 countries spanning the EMEA, APAC, and LAD regions.

Seeded Role Provisioning Rules

Setting up Oracle Sales Cloud has been made easier for new customers with seeded role mappings. New customers are no longer required to set up the mappings between resource roles and enterprise roles before creating users. They can start creating sales users with the following seeded resource roles:

This document is provided for information purposes only, and the contents hereof are subject to change without notice.This document is not warranted to be error-free, nor subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document, and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced ortransmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission.

Oracle and Java are registered trademarks of Oracle and/or its affiliates. Other names may be trademarks of their respective owners.

Intel and Intel Xeon are trademarks or registered trademarks of Intel Corporation.All SPARC trademarks are used under license and are trademarks or registered trademarks of SPARC International, Inc. AMD, Opteron, the AMD logo, and the AMD Opteron logo are trademarks or registered trademarks of Advanced Micro Devices. UNIX is a registered trademark of The Open Group.